___ occurs when the negotiator becomes committed to previously stated demands and allows needs for "ego" and "face saving" to increase the perceived importance of satisfying those demands. A) Too much mediation B) Falling prey to the myth of the "fixed pie" C) Non-rational escalation of conflict D) Overconfidence and ignoring others' needs E) Too much "telling" and too little "hearing"

Question

Quizplus · Accepted Answer

Non-rational escalation of conflict occurs when negotiators become overly committed to their previously stated positions, allowing their ego and the need to save face to make satisfying those demands seem more important than it might objectively be.

___ Occurs When the Negotiator Becomes Committed to Previously Stated